Here's the scene: We're in the kitchen doing the dishes about 9:00 tonight when the doorbell rings - a rare occurrence at our house at any hour. The puppy goes berserk; my wife says "Oh, it must be one of the neighbors returning one of our pie plates." (It's cherry-pie-givin' season). I go to the door.
Standing there are two clean-cut young guys, twenty-ish, one holding an American flag.
"Hello, sir," he says, bright-eyed and bushy-tailed as you please. "We just want to give you this American flag."
I shoo the savage little screeching canine freak away from the doorway with my foot and step out onto the porch.
Knocking on my door at 9 on a weeknight, unless you are Ann Coulter, there's no quicker way to my heart than to wave an American flag in my face, so what normally would have been an annoying interruption in this instance had me mildly bemused.
"Wow, you're actually knocking on doors and giving away flags?"
"Sir, we also wanted just a moment of your time to show you something."
I notice there is a van idling in the street.
"Oh, I see. What are you selling?"
"Sir, it's a type of cleaning product, and it will only take a second."
"What, you mean like Amway or Quixtar?"
"Oh, you're familiar with those?" He smiles. "No, this is something different and it will only take a moment of your time." He turns to run out to the van.
"Wait a minute, wait a minute," I say, stopping him. "I don't think..."
He interrupts me and says in a more man-to-man tone: "Sir, we just need to do one more demonstration tonight so we can go home. He's new and I want him to..."
"Well, what is it you're selling?"
"It's a Kirby vacuum cleaner, sir, the best in the world..."
"You're selling vacuum cleaners door to door?"
"I swear, it won't take long, I'll be right back," and they both run out to the van.
They return with several boxes and I let them into the living room. The guy who so far has done all the talking says cheerfully, "I'm just going to set up Charles here and he's going to do the demonstration. He's new at this, only been doing it about two months, so please go easy on him." Then, with a conspiratorial wink, "You can put him to work - make him clean your house! Thank you so much, sir." He leaves.
I turn to Charles who is unpacking and assembling a multitude of parts. Charles says, "So are you familiar with the Kirby?"
"Um, I am familiar with the concept. You're going to vacuum stuff and show me how much dirt it picks up even in areas I think are pretty clean."
Charles is delighted. "Oh, so you know about this. Have you seen one of these before?"
"Yes, I sure have. Maybe not a Kirby..."
"Sir, let me ask you one thing: What type of vacuum cleaner do you own now?"
"A Dyson."
"Ok, ok. It cost what, about $500?"
"Yeah, something like that."
"Well tell me this: What would you think would be cost of the most expensive vacuum cleaner?"
"I guess $1000..."
"Well, this one is $1800."
I nod, impressed: "Wow, ok."
"There's a reason it costs $1800. It has a lifetime guarantee, not just one year like most of them. I was going to say, the most expensive vacuum cleaners are the cheap plastic ones you can buy..."
"Oh, because you have to replace them so often?"
"That's right. But now let me show you why the Kirby is really in a class all of its own."
He also told me the history of the company and a bunch of other stuff, but the meat and potatoes of the presentation is clearly the 'vacuum rodeo' drill, and man oh man does he put that machine through its paces.
He slips a white paper filter disk into the canister, vacuums a portion of carpet, takes out the filter caked half an inch high with dirt and dust, and sets it on the floor. Then in a continuous motion he takes another disk from the stack in his other hand, slips it in the canister, works over another section of carpet, and lays the dirt-piled disk on the floor. Switches attachment, then covers another section, then another, then another.
Then, the linoleum. The couch. The stairs.
We're now about a half hour into our little get together and he says: "Sir, if you don't let me demonstrate a single other thing this machine can do, I want you to see what I'm going to demonstrate next."
He starts to carry the Kirby toward the steps. "I just want you to let me demonstrate on a corner of a mattress..."
"Whoa, wait a minute, you mean go up to one of the beds? No, no that's not going to be very convenient for us..."
"But sir, you don't have any idea..."
"Yes, yes, I know, there's all kinds of bad stuff inside the mattresses. That's just not going to be doable right now." And I guide him back to the living room, beginning to feel annoyed.
Charles works another transformation on the Kirby to demonstrate another feature, and suddenly I realize I'm feeling REALLY annoyed. Then, I look around at the dust-caked disks sitting all over the carpet and up the steps and it dawns on me I'm on the brink of a major allergy attack.
I sneeze and Charles says, "Oh, do you have allergies?"
"Yes," I say, wiping my nose on my sleeve.
"Well what I was going to show you on the mattress is it pulls out this black dust, sort of a slimy dust, and what that is is the excrement of dust mites. The excrement of dust mites, and human skin. And that's what you're sleeping on. Most people are amazed. You know, 90 percent of the allergies and colds are actually caused by this dust mite excrement..."
Annoyance level now at def-con 28, I say, "Excuse me a second, Charles, I need to go get a tissue."
I go around to the bathroom, blow my nose a few times, stop at the closet to grab my camera, and go back into the living room.
In preparation for demonstrating the superiority of the Kirby filter paper - "developed by NASA" - Charles is stacking three of the "competitor" filter disks over one Kirby disk.
It turns out the dust goes through ALL THREE of the competitors' disks, but stops at the Kirby disk. Charles is about to do a reverse stack to show that the Kirby disk catches the dust and leaves the other three perfectly white.
"Charles, hold on a second, let me get a picture of this."
"Uh...ok."
I've given him over forty minutes so far: He's damn sure giving me a blog post.
Now he's telling me about the micron-size of dust particles the Kirby filter can catch; I think it's one, and a human hair is like 10, and none of the competitors can catch anything smaller than five. I notice there are still several pieces of equipment yet to be demonstrated. Just this talk of dust microns has got my nose now itching, and while I know a good 5 oz of cabernet would take that edge off, the cabernet is in the kitchen, a world away.
"Say, Charles, that's really impressive. Hold on, let me get another picture."
There is more, so much more. The Kirby can be a carpet cleaner, an air-blower, a paint sprayer; it can clean the ceiling and the top of the ceiling fan blades. It has a special type of roller and special design so it cleans the carpet without grinding dirt back into it. He wants me to bring out the Dyson so he can have me vacuum a portion of carpet with it, after which he would run over it with the Kirby to show me how much dirt the Dyson failed to pick up (he doesn't tell me this but I know the drill)...
And finally at the 50-minute mark I just have to say, "Charles, you do a GREAT job demonstrating and explaining the machine. But I'm not going to buy one."
Charles, of course, already knew that. He knew it at 9:01 pm right after he'd stepped into the house, because my bemused demeanor, incredulous questions about the fact that salesmen still walked around knocking on doors, and in fact everything I said made it obvious I had simply assented to the demonstration and nothing more.
He'd had to sort of run through the paces of each step of the dog and pony show, with clipped summaries of each section of narrative, just getting the key phrases in, listening to me interject with the obligatory "Wow!" or "That IS impressive" at the appropriate times, then moving on to the next step. Everything about the interchange between us said: Perfunctory.
As he packs up, I say, "Charles, this is a tough job. How did you end up doing it?"
He tells me he just graduated from Virginia Tech with a degree in business, is waiting to hear from the Department of Justice about when he can start, and in the meantime enjoys selling vacuum cleaners.
"What I like about it is there is no limit to how much I can sell, no discrimination about who you can sell to. It doesn't matter if you're black or white or Hispanic, where you live, how much money you have: Everyone needs a vacuum cleaner, and everyone can benefit from a Kirby. I can go sell in Stafford at the $800,000 homes, and in Manassas at the $200,000 homes. And I know it's the best vacuum cleaner in the world. It's so easy to sell something when you believe in it."
"How many presentations do you do in a day?"
"Usually three, they usually take about an hour and a half each."
I say, "Well, it is hard work! I know some things about sales, and cold-calling door to door is one of the hardest kinds."
"Oh man, why do you say that?"
"I dunno, I guess maybe it's a personality thing. Maybe I'm not a people person."
"Oh," he says. "If you have an introvert personality..."
"Yeah, that's me all right."
"I used to be like that in high school."
The thought strikes me: I haven't changed much sociability-wise since high school, which is going on 27 years ago, and this kid is only four years out and he's door-knocking and running through futile presentations with a smile until 10:00 at night.
It reminded me of when I was waiting tables at a very fancy hotel, and some idiot customer would screw with me by changing the order or sending something back for some eccentric reason just to watch me squirm. The result for me has been: Today, you could drop a cow off the roof of the house next door, or tell me in a boardroom my ass is grass, and I would not even flinch. I've developed an almost inhuman degree of composure when I really need it.
Door knocking? Right up there.
"Charles, let me get another picture of you with the Kirby."
There's a tinge of nervousness in his laugh: "Man, are you going to use this in a poster or something?"
"Oh no," I say, my razor-sharp mind stirring to deliver the mother-of-all-perfect-responses. "I just like vacuum cleaners."
As he carries his boxes to the door he says, "Thank you for your time, sir."
"Thank you, Charles, and good luck with everything. You did a good job. This will all end up being good experience for you."